You're in B2H Sales, Not B2B
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You're in B2H Sales, Not B2B
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This excerpt outlines a new sales methodology book focused on Business to Human (B2H) selling, arguing that traditional B2B approaches are insufficient. The book emphasizes emotional intelligence (EI) and persuasion, incorporating the ENGAGE framework (Emotion, Nurture, Goals Understanding, Authenticity, Guided Journey, Expertise). It combines established sales techniques with cutting-edge research, particularly from AI-powered chat platforms, to offer a practical guide for improving CRM sales. The author structures the book to build a strong foundation in EI and sales principles before introducing the ENGAGE methodology. The book aims to help sales professionals achieve mutual success with their clients by understanding and adapting to the customer's buying journey.